Chpt. 7 and 8 quiz

During which stage of the consumer buying decision process does a consumer decide from which seller he or she will buy the product?

Purchase

Ads for beauty products often suggest that purchasing these products will bring love, helping to fulfill one's social needs.

T

By giving out free samples, marketers help customers learn about their products by helping them gain experience with them, which makes customers feel more comfortable.

T

Harvard University is an institutional market.

T

Reseller markets consist of intermediaries that buy finished goods and resell them for profit.

T

The owner of a trucking business, who buys diesel fuel from the nearby service station for the company trucks, is a part of a business market.

T

Which of the following would be considered an institutional buyer?

The United Way

What is a primary difference between business and consumer buyers?

Business buyers generally place larger orders than consumer buyers.

When the city of Portland buys iPads for its restaurant inspectors to use during their visits, the purchase from Apple would be considered

a government purchase.

The most significant factor influencing a buyer's level of involvement is

risk

Wegmans recently placed an order with the Applegate Corporation for hotdogs. The typical weekly order is for 10 cases; however, since the upcoming weekend includes a holiday, this time Wegmans is ordering 100 cases of hotdogs. Wegmans orders this product on a regular basis. What type of purchase does this week's purchase represent?

Modified rebuy

Which of the following statements about business buying is false?

Orders in business markets tend to be smaller than those placed in consumer markets.

Retailers like Staples and PetSmart are considered to be members of which business market?

Reseller

Which method of business buying is necessary when products are highly homogeneous and examination of each item is NOT feasible?

Sampling

When business customers purchase products to be used directly or indirectly in the production of consumer goods and services, that demand for business products is

derived.

Marketing to businesses employs all the same concepts as marketing to consumers except

buying methods.

When shopping for detergent, Dylan looks at Arm & Hammer, Gain, Method, and Cheer and chooses the one that is on sale. These four brands make up his ____ set.

consideration

Marketers aiming at business customers, rather than at ultimate consumers,

have an enormous amount of information available concerning potential customers.

The three most widely recognized types of consumer decision making are

limited problem solving, extended problem solving, and routinized response behavior.

Forever 21 is developing a program to get to know its customers. Which of the following is NOT a reason why Forever 21 needs to understand consumer buying behavior?

All customers are the same when it comes to buying behavior.

Emily is buying furniture for her apartment for the first time. She is spending considerable time and effort comparing the products that different stores offer. Which type of decision-making process is she using?

Extended

During the evaluation of alternatives stage of the consumer buying decision process, the buyer selects the seller from whom he or she will purchase the product.

F

Limited decision making is used when purchasing frequently bought, low-cost items needing very little decision effort.

F

Once initiated, the consumer buying decision process always leads to a purchase.

F

Which type of business market tends to have the most complex buying procedures?

Government

Dalip Singh makes an appointment to visit with a new dermatologist in town because of a recent bad sunburn. When he arrives at the dermatologist's office, Dalip notices a foul odor in the air, worn floor coverings, cluttered rooms that have paint peeling from the walls, and poor lighting. However, the other patients in the waiting room were talking about how much they liked the doctor. While Dalip viewed the dermatologist as competent, he decided not to visit him again even though the dermatologist recommended a follow-up. Which situational influences are most likely to have affected Dalip's decision?

Physical surroundings

______ is(are) an essential consideration for business customers because it influences operating costs and costs of goods sold.

Price

During the evaluation of alternatives stage of the consumer buying decision process, framing most likely influences the decision process of ____ buyers.

inexperienced

In the process of perception, individuals receive sensations through sight, sound, taste, smell, and hearing. These sensations are called

information inputs.

Extended decision making is the type of consumer decision-making process that

is the most complex decision-making behavior, which comes into play when a purchase involves unfamiliar, expensive, or infrequently bought products.

Mitchell's smartphone is two years old and he would like to have a new one. This time, he wants to make sure that it has a longer battery charge and better geographic coverage since he is traveling three days a week for his new job. Mitchell is most likely to use _____ for this purchase.

limited decision-making behavior

Jhumpa is questioning whether she has made the right decision about purchasing a new HP laptop after she sees a friend with a new Dell. Jhumpa's doubt whether she made the right decision occurs during the ___________ of the buying decision process.

postpurchase evaluation phase

When marketing to business customers, marketers have to understand the key characteristics of the business customer, and alter their marketing mix accordingly. For example, a business customer views _________ as the amount of investment necessary to obtain a desired level of return or savings. Moreover, the business customer demands ______________ before buying to be sure their needs are being met with the product.

price; detailed information

The five major stages of the consumer buying decision process, in order, are

problem recognition, information search, evaluation of alternatives, purchase, and postpurchase evaluation.

AMD buys silicone, which is used in its chip-making process. AMD produces microchips for use within a wide variety of products for other firms, such as Motorola, LG, and Samsung. AMD is a buyer in a(n) ____ market.

producer

Sarah is going to the store to buy milk and cereal. She will most likely use ____ in her consumer decision-making process.

routinized response behavior

While shopping at a local grocery store, Cameron sees a display of his favorite brand of energy drink. He buys some to take home for the weekend. This purchase process would be described as

routinized response behavior.

Kia Motors purchases upholstery for the interiors of its vehicles from various suppliers. This upholstery must have a set of necessary characteristics, standards of quality, and other information that is expressed by Kia Motors. This set is called

specifications.

The group of people within a business who are involved in making business buying decisions is referred to as

the buying center.

A friend of yours starts his own business. He would like to expand his client base to include the government, but he believes his small business would be ignored. Based on your knowledge from the text, you tell him

the government buys products from all sizes of business, but there is some red tape.